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Sales Manager Training: Three Expert Opinions, Part 3

Loren Waldo Senior Manager, Sales Development Gulfstream This is the third and final post in a three-part series where we state our case for focused sales management training. While it’s one thing for us to say it, it’s another for sales executives from major global companies to provide the proof! Three sales leaders have shared their […]

Sales Manager Training: Three Expert Perspectives – Part 2

Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?

This post originally appeared here in the salesforce.com blog. Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about.  Communications will be streamlined, and directions will be […]

Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals – Pt 4

This post originally appeared here on the Sales Management Association blog. Part Four of a Four Part Series This is the fourth and final installment in our series introducing research from our best-selling book Cracking the Sales Management Code. Previously we defined a framework for measuring and managing the sales force and revealed interconnections among the […]

Sales Manager Training: Three Expert Perspectives – Part 1

  Vantage Point has proclaimed for years that sales management training has a far greater impact than sales rep training. While it’s one thing for us to make that case – it’s another for sales executives from major global companies to share their experiences. Three sales leaders tell us why they chose to train their […]